“You want me to call up my previous clients, just to see how they’re doing?” my client Alicia asked me two weeks ago. She was astonished that I would suggest something so forward.
“Isn’t that unprofessional–or unethical?” she continued.
“Do you care how they’re doing?” I asked her.
“Well, of course I do,” came her reply.
“Why, then, would it be wrong to check up on them periodically?” I asked.
Alicia has been a coach for four years, helping young professionals with career transitions. She had consulted me because she wanted to grow her business. Her belief system was that she needed to maintain her professional distance, and her interpretation of what that meant included the idea that once a client had benefited from her services, she no longer had a reason to communicate with him or her on a personal level.
Alicia agreed to call four of her clients before our next session. She even agreed to ask them to tell her the value she brought to their careers and to their lives.
As soon as we connected on the phone again, Alicia couldn’t wait to tell me about her experience.
“First of all, they were grateful that I cared enough to follow up,” she began. “None of them thought, as I did last week, that my call was inappropriate.”
“That got me comfortable enough to ask them about the value they received from me,” she continued proudly, “And that’s what I’m really excited about.”
Alicia found out that she had given all of her clients confidence, focus, and someone to hold them accountable until they were on their feet again.
It reinforced for her all of her beliefs in what she was doing and got her excited about finding more clients. She was so excited, in fact, that she was now able to agree to the one thing she had been unable to bring herself to do the week before.
“I said to each of them, ‘Don’t keep me a secret,’ as you had suggested,” Alicia announced to me, “And right there on the phone, one of them told me about a friend she was going to talk to who she thought could use my help.”
Here’s what Alicia learned:
1) If you have former clients whose experiences with you were positive, stay in touch with them. An email or phone call at the right time could actually mean a lot to them.
2) Ask them about why they chose you and your firm, and what value they received from working with you.
3) Don’t be afraid to mention that you’re open to introductions to other people who may need your help. Simple statements like “Don’t keep me a secret,” or “I’m never too busy to help someone you care about,” can open the door to new clients.
Talk with current and past clients, ask how they’re doing, and keep REACHING…